kreuzberger why salespeople shouldn't prospect slides june 2013 v2
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TRANSCRIPT
Predictable Revenue: Why Salespeople Shouldn’t Prospect
PredictableRevenue.com
Welcome To The Webinar
• 3 keys to building your 2013 sales machine
• How to build a prospecting machine WITHOUT cold calling
Award-WinningBestseller
“…a masterpiece...I'm certain your methods will dominate the way sales
organizations operate for the next 10 years."
Thomas Kattnigg, SVP Sales, Pipeliner
Aaron Ross
• $100M @ Salesforce.com• Father of four• 25 hr workweek
The “Hot Coals”
Some Old Rules
• Double sales by doubling your sales team
• Everybody prospects• “How can I get them to buy?”
Some New Rules
• Double sales by doubling your qualified leads
• Salespeople (closers) shouldn’t prospect
• “What problem can we solve?”
Fatal Mistake #1
Treating All Leads Alike
3 Lead Types: Seeds, Nets & Spears
Fatal Mistake #2
Wasting Your Time With The Wrong Prospects
Fatal Mistake #3
Making Salespeople Prospect
Why Salespeople Shouldn’t Prospect
• They aren’t any good at it• They don’t like it• It’s not repeatable
Google “Why Salespeople Shouldn’t Prospect” and send it to your manager
Prospecting Emails
• Short and sweet – iPhone-sized• Think “Squirrel Feeding”• Ask simple-to-answer questions• Use the referral approach• DON’T “SELL” or “PITCH”!
These Ideas Work
• +$4m in new pipeline this quarter• $1 million to $20 million in three years• 0% growth to 30% in a year (adding $10m)
“It is great to read to read the theory, but when you see the actual results coming through, it's incredible.” - Paul CRO Ceros
#1 Takeaway Idea
• SPECIALIZE
Learn More / Buy The Book
• Predictable Revenue is on Amazon– $9 paperback, $1 Kindle
• Plus tons of detailed information in the “Triple Your Pipeline Guide” at:
www.PredictableRevenue.com/triple
Q & A
@motoceo
www.PebbleStorm.com